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| Publications of Richard P. Larrick :chronological alphabetical combined listing:
%% Papers Published
@article{fds373576,
Author = {Fath, S and Larrick, RP and Soll, JB},
Title = {Encouraging self-blinding in hiring},
Journal = {Behavioral Science and Policy},
Volume = {9},
Number = {1},
Pages = {45-57},
Year = {2023},
Month = {January},
url = {http://dx.doi.org/10.1177/23794607231192721},
Abstract = {One strategy for minimizing bias in hiring is
blinding—purposefully limiting the information used when
screening applicants to that which is directly relevant to
the job and does not elicit bias based on race, gender, age,
or other irrelevant characteristics. Blinding policies
remain rare, however. An alternative to blinding policies is
self-blinding, in which people performing hiring-related
evaluations blind themselves to biasing information about
applicants. Using a mock-hiring task, we tested ways to
encourage self-blinding that take into consideration three
variables likely to affect whether people self-blind:
default effects on choices, people’s inability to assess
their susceptibility to bias, and people’s tendency not to
recognize the full range of information that can elicit that
bias. Participants with hiring experience chose to receive
or be blind to various pieces of information about
applicants, some of which were potentially biasing. They
selected potentially biasing information less often when
asked to specify the applicant information they wanted to
receive than when asked to specify the information they did
not want to receive, when prescribing selections for other
people than when making the selections for themselves, and
when the information was obviously biasing than when it was
less obviously so. On the basis of these findings, we
propose a multipronged strategy that human resources leaders
could use to enable and encourage hiring managers to
self-blind when screening job applicants.},
Doi = {10.1177/23794607231192721},
Key = {fds373576}
}
@article{fds368088,
Author = {Lawson, MA and Larrick, RP and Soll, JB},
Title = {When and why people perform mindless math},
Journal = {Judgment and Decision Making},
Volume = {17},
Number = {6},
Pages = {1208-1228},
Year = {2022},
Month = {November},
Abstract = {In this paper, we show that the presence of numbers in a
problem tempts people to perform mathematical operations
even when the correct answer requires no math, which we term
“mindless math”. In three pre-registered studies across
two survey platforms (total N = 3,193), we investigate how
mindless math relates to perceived problem difficulty,
problem representation, and accuracy. In Study 1, we show
that increasing the numeric demands of problems leads to
more mindless math (and fewer correct answers). Study 2
shows that this effect is not caused by people being wary of
problems that seem too easy. In Study 3, we show that this
effect is robust over a wider range of numeric demands, and
in the discussion we offer two possible mechanisms that
would explain this effect, and the caveat that at even
harder levels of numeric demands the effect may invert such
that much harder math increases accuracy relative to
moderately hard math.},
Key = {fds368088}
}
@article{fds360050,
Author = {Chun, JS and Larrick, RP},
Title = {The power of rank information.},
Journal = {Journal of personality and social psychology},
Volume = {122},
Number = {6},
Pages = {983-1003},
Year = {2022},
Month = {June},
url = {http://dx.doi.org/10.1037/pspa0000289},
Abstract = {People, organizations, and products are continuously ranked.
The explosion of data has made it easy to rank everything,
and, increasingly, outlets for information try to reduce
information loads by providing rankings. In the present
research, we find that rank information exerts a strong
effect on decision making over and above the underlying
information it summarizes. For example, when multiple
options are presented with ratings alone (e.g., "9.7" vs.
"9.5") versus with ratings and corresponding ranks (e.g.,
"9.7" and "1st" vs. "9.5" and "2nd"), the presence of rank
information increases preference for the top ranked option.
This effect of ranking is found in a variety of contexts,
ranging from award decisions in a professional sports league
to hiring decisions to consumer choices, and it is
independent of other well-known effects (such as the effect
of sorting). We find that the influence of ranks is
explained by the extent to which decision makers attend to
the top ranked option and overlook the other options when
they are given rank information. Because they invest a
disproportionate amount of attention to the top ranked
option when they are given rank information, decision makers
tend to learn the strength of the top ranked option, but
they fail to process the strengths of the other options. We
discuss how rank information may operate as one of the
processes by which those at the top of the hierarchy
maintain a disproportionate level of popularity in the
market. (PsycInfo Database Record (c) 2022 APA, all rights
reserved).},
Doi = {10.1037/pspa0000289},
Key = {fds360050}
}
@article{fds363671,
Author = {Ponce de Leon and R and Rifkin, JR and Larrick, RP},
Title = {"They're Everywhere!": Symbolically Threatening Groups Seem
More Pervasive Than Nonthreatening Groups.},
Journal = {Psychological science},
Volume = {33},
Number = {6},
Pages = {957-970},
Year = {2022},
Month = {June},
url = {http://dx.doi.org/10.1177/09567976211060009},
Abstract = {The meaning of places is socially constructed, often
informed by the groups that seem pervasive there. For
instance, the University of Pennsylvania is sometimes
pejoratively called "Jew-niversity of Pennsylvania," and the
city of Decatur, Georgia, is disparagingly nicknamed
"Dyke-atur," connoting the respective pervasiveness of
Jewish students and gay residents. Because these
pervasiveness perceptions meaningfully impact how people
navigate the social world, it is critical to understand the
factors that influence their formation. Across surveys,
experiments, and archival data, six studies (<i>N</i> =
3,039 American adults) revealed the role of symbolic threat
(i.e., perceived differences in values and worldviews).
Specifically, holding constant important features of the
group and context, we demonstrated that groups higher in
symbolic threat are perceived as more populous in a place
and more associated with that place than groups lower in
symbolic threat. Ultimately, this work reveals that symbolic
threat can both distort how people understand their
surroundings and shape the meaning of places.},
Doi = {10.1177/09567976211060009},
Key = {fds363671}
}
@article{fds362377,
Author = {Fath, S and Larrick, RP and Soll, JB},
Title = {Blinding curiosity: Exploring preferences for “blinding”
one's own judgment},
Journal = {Organizational Behavior and Human Decision
Processes},
Volume = {170},
Year = {2022},
Month = {May},
url = {http://dx.doi.org/10.1016/j.obhdp.2022.104135},
Abstract = {We perform the first tests of individual-level preferences
for “blinding” in decision making: purposefully
restricting the information one sees in order to form a more
objective evaluation. For example, when grading her
students’ papers, a professor might choose to “blind”
herself to students’ names by anonymizing them, thus
evaluating the papers on content alone. We predict that
curiosity will shape blinding preferences, motivating people
to seek out (vs. be blind to) irrelevant, potentially
biasing information about a target of evaluation. We further
predict that decision frames that reduce or satisfy
curiosity about potentially biasing information will
encourage choices to be blind to that information. We find
support for these hypotheses across seven studies (N =
4,356) and multiple replications (N = 9,570), demonstrating
consequences for bias and accuracy across a variety of
evaluation contexts. We discuss implications for research on
mental contamination as well as the “dark side” of
curiosity.},
Doi = {10.1016/j.obhdp.2022.104135},
Key = {fds362377}
}
@article{fds373577,
Author = {Fath, S and Larrick, RP and Soll, JB and Zhu, S},
Title = {Why Putting On Blinders Can Help Us See More
Clearly},
Journal = {MIT Sloan Management Review},
Volume = {62},
Number = {4},
Pages = {38-45},
Year = {2021},
Month = {June},
Key = {fds373577}
}
@article{fds373578,
Author = {Gainsburg, I and Cunningham, JL and Klotz, L and Larrick,
R},
Title = {editors’ note},
Journal = {Behavioral Science and Policy},
Volume = {7},
Number = {2},
Pages = {ii-iii},
Year = {2021},
Month = {January},
url = {http://dx.doi.org/10.1353/bsp.2021.0005},
Doi = {10.1353/bsp.2021.0005},
Key = {fds373578}
}
@article{fds348813,
Author = {Tang, S and Koval, CZ and Larrick, RP and Harris,
L},
Title = {The morality of organization versus organized members:
Organizations are attributed more control and responsibility
for negative outcomes than are equivalent
members.},
Journal = {Journal of personality and social psychology},
Volume = {119},
Number = {4},
Pages = {901-919},
Year = {2020},
Month = {October},
url = {http://dx.doi.org/10.1037/pspi0000229},
Abstract = {Seven experiments demonstrate that framing an organizational
entity (the target) as an organization ("an organization
comprised of its constituent members") versus its members
("constituent members comprising an organization") increases
attribution of responsibility to the target following a
negative outcome, despite identical information conveyed.
Specifically, the target in the organization (vs. members)
frame was perceived to have more control over a negative
outcome, which led to an increased attribution of
responsibility (Studies 1-3). This effect surfaced for both
for-profits and nonprofits (Study 5). However, when the
target in the members frame had explicit control over the
outcome (Study 3), or when participants held strong beliefs
in individual free will (Study 4), the effect of frame on
responsibility attenuated. To the extent that framing
increased perceptions of control, punishment for the target
also increased (Studies 6a and 6b). By demonstrating how a
subtle shift in framing can impact people's perceptions and
judgments of organizations, we reveal important knowledge
about how people understand organizations and the
psychological nature of organizational and group perception.
(PsycInfo Database Record (c) 2020 APA, all rights
reserved).},
Doi = {10.1037/pspi0000229},
Key = {fds348813}
}
@article{fds352677,
Author = {Lawson, MA and Larrick, RP and Soll, JB},
Title = {Comparing fast thinking and slow thinking: The relative
benefits of interventions, individual differences, and
inferential rules},
Journal = {Judgment and Decision Making},
Volume = {15},
Number = {5},
Pages = {660-684},
Year = {2020},
Month = {September},
Abstract = {Research on judgment and decision making has suggested that
the System 2 process of slow thinking can help people to
improve their decision making by reducing well-established
statistical decision biases (including base rate neglect,
probability matching, and the conjunction fallacy). In a
large pre-registered study with 1,706 participants and
23,292 unique observations, we compare the effects of
individual differences and behavioral interventions to test
the relative benefits of slow thinking on performance in
canonical judgment and decision-making problems, compared to
a control condition, a fast thinking condition, an incentive
condition, and a condition that combines fast and slow
thinking. We also draw on the rule-based reasoning
literature to examine the benefits of having access to a
simple form of the rule needed to solve a specific focal
problem. Overall, we find equivocal evidence of a small
benefit from slow thinking, evidence for a small benefit to
accuracy incentives, and clear evidence of a larger cost
from fast thinking. The difference in performance between
fast-thinking and slow-thinking interventions is comparable
to a one-scale point difference on the 4-point Cognitive
Reflection Test (CRT). Inferential rules contribute unique
explanatory power and interact with individual differences
to support the idea that System 2 benefits from a
combination of slower processes and knowledge appropriate to
the problem.},
Key = {fds352677}
}
@article{fds341939,
Author = {Camilleri, AR and Larrick, RP},
Title = {The collective aggregation effect: Aggregating potential
collective action increases prosocial behavior.},
Journal = {Journal of experimental psychology. General},
Volume = {148},
Number = {3},
Pages = {550-569},
Year = {2019},
Month = {March},
url = {http://dx.doi.org/10.1037/xge0000563},
Abstract = {The authors investigated the effectiveness of aggregating
over potential noncontingent collective action ("If X people
all do Y action, then Z outcomes will be achieved") to
increase prosocial behavior. They carried out 6 experiments
encouraging 4 different prosocial activities and found that
aggregating potential benefits over 1,000 people produced
more prosocial intentions and actions than aggregating over
1 person did. The authors further showed that aggregating
potential benefits over 1,000 people produced more prosocial
intentions than aggregating benefits over 1,000 days did.
This collective aggregation effect was due to the
presentation of larger aggregated benefits (Experiments
1-6), attenuation of psychological discounting (Experiment
4), and increased perceptions of outcome efficacy
(Experiments 5-6). The effect was not due to social norms
(Experiment 3) or a simple anchoring process (Experiments
4-5). Often individual contributions to societal ills seem
like mere "drops in a bucket"; collective aggregation helps
by making individual actions seem bucket-sized, immediate,
important, and effective. (PsycINFO Database Record (c) 2019
APA, all rights reserved).},
Doi = {10.1037/xge0000563},
Key = {fds341939}
}
@article{fds340527,
Author = {Camilleri, AR and Larrick, RP and Hossain, S and Patino-Echeverri,
D},
Title = {Consumers underestimate the emissions associated with food
but are aided by labels},
Journal = {Nature Climate Change},
Volume = {9},
Number = {1},
Pages = {53-58},
Publisher = {Springer Nature},
Year = {2019},
Month = {January},
url = {http://dx.doi.org/10.1038/s41558-018-0354-z},
Abstract = {Food production is a major cause of energy use and GHG
emissions, and therefore diet change is an important
behavioural strategy for reducing associated environmental
impacts. However, a severe obstacle to diet change may be
consumers’ underestimation of the environmental impacts of
different types of food. Here we show that energy
consumption and GHG emission estimates are significantly
underestimated for foods, suggesting a possible blind spot
suitable for intervention. In a second study, we find that
providing consumers with information regarding the GHG
emissions associated with the life cycle of food, presented
in terms of a familiar reference unit (light-bulb minutes),
shifts their actual purchase choices away from
higher-emission options. Thus, although consumers’ poor
understanding of the food system is a barrier to reducing
energy use and GHG emissions, it also represents a promising
area for simple interventions such as a well-designed carbon
label.},
Doi = {10.1038/s41558-018-0354-z},
Key = {fds340527}
}
@article{fds333267,
Author = {Minson, JA and Mueller, JS and Larrick, RP},
Title = {The contingent wisdom of dyads: When discussion enhances vs.
undermines the accuracy of collaborative
judgments},
Journal = {Management Science},
Volume = {64},
Number = {9},
Pages = {4177-4192},
Publisher = {Institute for Operations Research and the Management
Sciences (INFORMS)},
Year = {2018},
Month = {September},
url = {http://dx.doi.org/10.1287/mnsc.2017.2823},
Abstract = {We evaluate the effect of discussion on the accuracy of
collaborative judgments. In contrast to prior research, we
show that discussion can either aid or impede accuracy
relative to the averaging of collaborators' independent
judgments, as a systematic function of task type and
interaction process. For estimation tasks with a wide range
of potential estimates, discussion aided accuracy by helping
participants prevent and eliminate egregious errors. For
estimation tasks with a naturally bounded range, discussion
following independent estimates performed on par with
averaging. Importantly, if participants did not first make
independent estimates, discussion greatly harmed accuracy by
limiting the range of considered estimates, independent of
task type. Our research shows that discussion can be a
powerful tool for error reduction, but only when
appropriately structured: Decision makers should
formindependent judgments to consider a wide range of
possible answers, and then use discussion to eliminate
extremely large errors.},
Doi = {10.1287/mnsc.2017.2823},
Key = {fds333267}
}
@article{fds333265,
Author = {Schaerer, M and Tost, LP and Huang, L and Gino, F and Larrick,
R},
Title = {Advice Giving: A Subtle Pathway to Power.},
Journal = {Personality & social psychology bulletin},
Volume = {44},
Number = {5},
Pages = {746-761},
Year = {2018},
Month = {May},
url = {http://dx.doi.org/10.1177/0146167217746341},
Abstract = {We propose that interpersonal behaviors can activate
feelings of power, and we examine this idea in the context
of advice giving. Specifically, we show (a) that advice
giving is an interpersonal behavior that enhances
individuals' sense of power and (b) that those who seek
power are motivated to engage in advice giving. Four
studies, including two experiments ( N = 290, N = 188), an
organization-based field study ( N = 94), and a negotiation
simulation ( N = 124), demonstrate that giving advice
enhances the adviser's sense of power because it gives the
adviser perceived influence over others' actions. Two of our
studies further demonstrate that people with a high tendency
to seek power are more likely to give advice than those with
a low tendency. This research establishes advice giving as a
subtle route to a sense of power, shows that the desire to
feel powerful motivates advice giving, and highlights the
dynamic interplay between power and advice.},
Doi = {10.1177/0146167217746341},
Key = {fds333265}
}
@article{fds333266,
Author = {Ungemach, C and Camilleri, AR and Johnson, EJ and Larrick, RP and Weber,
EU},
Title = {Translated attributes as choice architecture: Aligning
objectives and choices through decision signposts},
Journal = {Management Science},
Volume = {64},
Number = {5},
Pages = {2445-2459},
Publisher = {Institute for Operations Research and the Management
Sciences (INFORMS)},
Year = {2018},
Month = {May},
url = {http://dx.doi.org/10.1287/mnsc.2016.2703},
Abstract = {Every attribute can be expressed in multiple ways. For
example, car fuel economy can be expressed as fuel
efficiency ("miles per gallon"), fuel cost in dollars, or
tons of greenhouse gases emitted. Each expression, or
"translation," highlights a different aspect of the same
attribute. We describe a new mechanism whereby translated
attributes can serve as decision "signposts" because they
(1) activate otherwise dormant objectives, such as
proenvironmental values and goals, and (2) direct the person
toward the option that best achieves the activated
objective. Across three experiments, we provide evidence for
the occurrence of such signpost effects as well as the
underlying psychological mechanism. We demonstrate that
expressing an attribute such as fuel economy in terms of
multiple translations can increase preference for the option
that is better aligned with objectives congruent with this
attribute (e.g., the more fuel-efficient car for those with
proenvironmental attitudes), even when the new information
is derivable from other known attributes. We discuss how
using translated attributes appropriately can help align a
person's choices with their personal objectives.},
Doi = {10.1287/mnsc.2016.2703},
Key = {fds333266}
}
@article{fds330876,
Author = {Kay, MB and Proudfoot, D and Larrick, RP},
Title = {There's no team in I: How observers perceive individual
creativity in a team setting.},
Journal = {The Journal of applied psychology},
Volume = {103},
Number = {4},
Pages = {432-442},
Year = {2018},
Month = {April},
url = {http://dx.doi.org/10.1037/apl0000270},
Abstract = {Creativity is highly valued in organizations as an important
source of innovation. As most creative projects require the
efforts of groups of individuals working together, it is
important to understand how creativity is perceived for team
products, including how observers attribute creative ability
to focal actors who worked as part of a creative team.
Evidence from three experiments suggests that observers
commit the fundamental attribution error-systematically
discounting the contribution of the group when assessing the
creative ability of a single group representative,
particularly when the group itself is not visually salient.
In a pilot study, we found that, in the context of the
design team at Apple, a target group member visually
depicted alone is perceived to have greater personal
creative ability than when he is visually depicted with his
team. In Study 1, using a sample of managers, we
conceptually replicated this finding and further observed
that, when shown alone, a target member of a group that
produced a creative product is perceived to be as creative
as an individual described as working alone on the same
output. In Study 2, we replicated the findings of Study 1
and also observed that a target group member depicted alone,
rather than with his team, is also attributed less creative
ability for uncreative group output. Findings are discussed
in light of how overattribution of individual creative
ability can harm organizations in the long run. (PsycINFO
Database Record},
Doi = {10.1037/apl0000270},
Key = {fds330876}
}
@article{fds331495,
Author = {Tong, J and Feiler, D and Larrick, R},
Title = {A Behavioral Remedy for the Censorship Bias},
Journal = {Production and Operations Management},
Volume = {27},
Number = {4},
Pages = {624-643},
Publisher = {WILEY},
Year = {2018},
Month = {April},
url = {http://dx.doi.org/10.1111/poms.12823},
Abstract = {Existing evidence suggests that managers exhibit a
censorship bias: demand beliefs tend to be biased low when
lost sales from stockouts are unobservable (censored demand)
compared to when they are observable (uncensored demand). We
develop a non-constraining, easily implementable behavioral
debias technique to help mitigate this tendency in demand
forecasting and inventory decision-making settings. The
debiasing technique has individuals record estimates of
demand outcomes (REDO): participants explicitly record a
self-generated estimate of every demand realization,
allowing them to record a different value than the number of
sales in periods with stockouts. In doing so, they construct
a more representative sample of demand realizations (that
differs from the sales sample). In three laboratory
experiments with MBA and undergraduate students, this remedy
significantly reduces downward bias in demand beliefs under
censorship and leads to higher inventory order
decisions.},
Doi = {10.1111/poms.12823},
Key = {fds331495}
}
@article{fds336087,
Author = {Morewedge, CK and Tang, S and Larrick, RP},
Title = {Betting your favorite to win: Costly reluctance to hedge
desired outcomes},
Journal = {Management Science},
Volume = {64},
Number = {3},
Pages = {997-1014},
Publisher = {Institute for Operations Research and the Management
Sciences (INFORMS)},
Year = {2018},
Month = {March},
url = {http://dx.doi.org/10.1287/mnsc.2016.2656},
Abstract = {We examined whether people reduce the impact of negative
outcomes through emotional hedging-betting against the
occurrence of desired outcomes. We found substantial
reluctance to bet against the success of preferred U.S.
Presidential candidates and Major League Baseball, National
Football League, National Collegiate Athletic Association
(NCAA) basketball, andNCAA hockey teams. This reluctancewas
not attributable to optimism or a general aversion to
hedging. Reluctance to hedge desired outcomes stemmed from
identity signaling, a desire to preserve an important aspect
of the bettor's identity. Reluctance to hedge occurred when
the diagnostic cost of the negative self-signal that hedging
would produce outweighed the pecuniary rewards associated
with hedging. Participants readily accepted hedges and pure
gambles with no diagnostic costs. They also more readily
accepted hedges with diagnostic costs when the pecuniary
rewards associated with those hedges were greater.
Reluctance to hedge identity-relevant outcomes produced two
anomalies in decision making, risk seeking and dominance
violations. More than 45% of NCAA fans in Studies 5 and 6,
for instance, turned down a "free" real $5 bet against their
team. The results elucidate anomalous decisions in which
people exhibit disloyalty aversion, forgoing personal
rewards that would conflict with their loyalties and
commitments to others, beliefs, and ideals.},
Doi = {10.1287/mnsc.2016.2656},
Key = {fds336087}
}
@article{fds328721,
Author = {Rader, CA and Larrick, RP and Soll, JB},
Title = {Advice as a form of social influence: Informational motives
and the consequences for accuracy},
Journal = {Social and Personality Psychology Compass},
Volume = {11},
Number = {8},
Pages = {e12329-e12329},
Publisher = {WILEY},
Year = {2017},
Month = {August},
url = {http://dx.doi.org/10.1111/spc3.12329},
Abstract = {In this article, we ask how well people fulfill
informational motives by using the judgments of others. We
build on advice-taking research from the judgment and
decision making literature, which has developed a distinct
paradigm to test how accurately people incorporate
information from others. We use a literature review to show
that people have mixed success in fulfilling informational
motives—they increase their accuracy through the use of
advice, but not as much as they could. We develop insights
about how people perceive advisors and try to pursue
advice—and where their perceptions may lead them astray.
We conclude by proposing that future work further
investigate the reasons people fail to use advice by
building on the current advice taking paradigm used in
judgment and decision making, but with a richer
understanding of advice taking as a dynamic process that
often entails complex decisions and normative
motives.},
Doi = {10.1111/spc3.12329},
Key = {fds328721}
}
@article{fds327421,
Author = {de Langhe, B and Puntoni, S and Larrick, R},
Title = {Linear thinking in a nonlinear world: The obvious choice is
often wrong},
Journal = {Harvard Business Review},
Volume = {2017},
Number = {July-August},
Year = {2017},
Month = {July},
Key = {fds327421}
}
@article{fds325129,
Author = {Tang, S and Morewedge, CM and Larrick, RP and Klein,
JG},
Title = {Disloyalty aversion: Greater reluctance to bet against close
others than the self},
Journal = {Organizational Behavior and Human Decision
Processes},
Volume = {140},
Pages = {1-13},
Publisher = {Elsevier BV},
Year = {2017},
Month = {May},
url = {http://dx.doi.org/10.1016/j.obhdp.2017.02.001},
Abstract = {We examine the mechanisms by which loyalty can induce risk
seeking. In seven studies, participants exhibited disloyalty
aversion—they were more reluctant to bet on the failure of
a close other than on their own failure. In contrast,
participants were just as willing to bet on the failure of
strangers as on their own failure. This effect persisted
when bets were made in private, payouts were larger for
betting on failure than success (Studies 1–4, 6), and
failure was most likely (Studies 2–6). We propose that
disloyalty aversion occurs because the negative identity
signal to the self that hedging creates can outweigh the
rewards conferred by hedging. Indeed, disloyalty aversion
was moderated by factors affecting the strength of this
self-signal and the payout of the hedge, including the
closeness of the other person, bettors’ trait loyalty, and
payout magnitude (Studies 3–5). Disloyalty aversion
strongly influences social preferences involving
risk.},
Doi = {10.1016/j.obhdp.2017.02.001},
Key = {fds325129}
}
@article{fds326636,
Author = {De Langhe and B and Puntoni, S and Larrick, R},
Title = {LINEAR THINKING IN A NONLINEAR WORLD},
Journal = {HARVARD BUSINESS REVIEW},
Volume = {95},
Number = {3},
Pages = {130-139},
Publisher = {HARVARD BUSINESS SCHOOL PUBLISHING CORPORATION},
Year = {2017},
Month = {May},
Key = {fds326636}
}
@article{fds327118,
Author = {Aribarg, A and Burson, KA and Larrick, RP},
Title = {Tipping the scale: The role of discriminability in conjoint
analysis},
Journal = {Journal of Marketing Research},
Volume = {54},
Number = {2},
Pages = {279-292},
Publisher = {SAGE Publications},
Year = {2017},
Month = {April},
url = {http://dx.doi.org/10.1509/jmr.14.0659},
Abstract = {Conjoint analysis is a widely used method for determining
how much certain attributes matter to consumers by observing
a series of their choices. However, how those attributes are
expressed has important consequences for their choices and
thus for conclusions drawn by market researchers about
attribute importance. Expanded attribute scales (e.g.,
expressing exercise time in minutes) leads consumers to
perceive greater differences between scale levels than
contracted scales (e.g., expressing exercise time in hours).
The authors show in two domains that simply expanding an
attribute's scale can shift choice toward alternatives that
perform well on a scale that is expanded and thus can impact
conjoint results such as attribute importance and screening.
Thus, practitioners should take care when they choose
precisely how to elicit preferences or how to describe their
products: the extent of the scale's expansion will determine
researchers' inferences about the importance of the
attribute it describes. By illustrating the curvilinear
relationship between scale expansion and multiple measures,
the authors also offer practitioners some insight into the
limits of scale expansion.},
Doi = {10.1509/jmr.14.0659},
Key = {fds327118}
}
@article{fds274114,
Author = {Arora, P and Logg, J and Larrick, R},
Title = {Acting for the Greater Good: Identification with Group
Determines Choices in Sequential Contribution
Dilemmas},
Journal = {Journal of Behavioral Decision Making},
Volume = {29},
Number = {5},
Pages = {499-510},
Publisher = {WILEY},
Year = {2016},
Month = {December},
ISSN = {0894-3257},
url = {http://dx.doi.org/10.1002/bdm.1892},
Abstract = {In mixed-motive interactions, defection is the rational and
common response to the defection of others. In some cases,
however, group members not only cooperate in the face of
defection but also compensate for the shortfalls caused by
others' defection. In one field and two lab studies, we
examined when group members were willing to compensate for
versus match defection using sequential dilemmas. We found
that the level of identification with the broader group
increased willingness to compensate for intragroup
defection, even when it was personally costly. Compensating
for a defecting partner's actions, however, is not an act of
unconditional cooperation: It is accompanied by a lack of
trust in the errant group member and a desire to be
perceived as more ethical. Cooperation by others, on the
other hand, is matched independent of whether the cooperator
was an in-group or out-group member. We find similar
patterns of compensation and matching when the personal cost
involved contributing money or effort. Copyright © 2015
John Wiley & Sons, Ltd.},
Doi = {10.1002/bdm.1892},
Key = {fds274114}
}
@article{fds326637,
Author = {Larrick, RP},
Title = {The Social Context of Decisions},
Journal = {Annual Review of Organizational Psychology and
Organizational Behavior},
Volume = {3},
Number = {1},
Pages = {441-467},
Publisher = {ANNUAL REVIEWS},
Year = {2016},
Month = {January},
url = {http://dx.doi.org/10.1146/annurev-orgpsych-041015-062445},
Abstract = {The past 40 years of psychological research on decision
making has identified a number of important cognitive
biases. However, the psychological study of decision making
tends to focus on individuals making decisions in isolation.
This article explores the social context of individual
decision making by considering three lenses: individual
contributions in social decision processes, individuals as
social products, and individuals as sources of social
preferences. The social context of decision making both
improves decision making by allowing diverse knowledge to be
pooled and creates shared perspectives'including shared
blind spots. The article offers conjectures on managerial
insight about social settings that can inform future
research.},
Doi = {10.1146/annurev-orgpsych-041015-062445},
Key = {fds326637}
}
@article{fds274115,
Author = {Rader, CA and Soll, JB and Larrick, RP},
Title = {Pushing away from representative advice: Advice taking,
anchoring, and adjustment},
Journal = {Organizational Behavior and Human Decision
Processes},
Volume = {130},
Pages = {26-43},
Publisher = {Elsevier BV},
Year = {2015},
Month = {January},
ISSN = {0749-5978},
url = {http://dx.doi.org/10.1016/j.obhdp.2015.05.004},
Abstract = {Five studies compare the effects of forming an independent
judgment prior to receiving advice with the effects of
receiving advice before forming one's own opinion. We call
these the independent-then-revise sequence and the dependent
sequence, respectively. We found that dependent participants
adjusted away from advice, leading to fewer estimates close
to the advice compared to independent-then-revise
participants (Studies 1-5). This "push-away" effect was
mediated by confidence in the advice (Study 2), with
dependent participants more likely to evaluate advice
unfavorably and to search for additional cues than
independent-then-revise participants (Study 3). Study 4
tested accuracy under different advice sequences. Study 5
found that classic anchoring paradigms also show the
push-away effect for median advice. Overall, the research
shows that people adjust from representative (median)
advice. The paper concludes by discussing when push-away
effects occur in advice taking and anchoring studies and the
value of independent distributions for observing these
effects.},
Doi = {10.1016/j.obhdp.2015.05.004},
Key = {fds274115}
}
@article{fds312818,
Author = {Larrick, RP and Soll, JB and Keeney, RL},
Title = {Designing better energy metrics for consumers},
Journal = {Behavioral Science & Policy},
Volume = {1},
Number = {1},
Pages = {63-75},
Booktitle = {Energy Accounts: Architectural Representations of Energy,
Climate, and the Future},
Publisher = {SAGE Publications},
Year = {2015},
ISBN = {9781138914063},
url = {http://dx.doi.org/10.1353/bsp.2015.0005},
Doi = {10.1353/bsp.2015.0005},
Key = {fds312818}
}
@article{fds274123,
Author = {Mannes, AE and Soll, JB and Larrick, RP},
Title = {The wisdom of select crowds.},
Journal = {Journal of personality and social psychology},
Volume = {107},
Number = {2},
Pages = {276-299},
Year = {2014},
Month = {August},
ISSN = {0022-3514},
url = {http://dx.doi.org/10.1037/a0036677},
Abstract = {Social psychologists have long recognized the power of
statisticized groups. When individual judgments about some
fact (e.g., the unemployment rate for next quarter) are
averaged together, the average opinion is typically more
accurate than most of the individual estimates, a pattern
often referred to as the wisdom of crowds. The accuracy of
averaging also often exceeds that of the individual
perceived as most knowledgeable in the group. However,
neither averaging nor relying on a single judge is a robust
strategy; each performs well in some settings and poorly in
others. As an alternative, we introduce the select-crowd
strategy, which ranks judges based on a cue to ability
(e.g., the accuracy of several recent judgments) and
averages the opinions of the top judges, such as the top 5.
Through both simulation and an analysis of 90 archival data
sets, we show that select crowds of 5 knowledgeable judges
yield very accurate judgments across a wide range of
possible settings-the strategy is both accurate and robust.
Following this, we examine how people prefer to use
information from a crowd. Previous research suggests that
people are distrustful of crowds and of mechanical processes
such as averaging. We show in 3 experiments that, as
expected, people are drawn to experts and dislike crowd
averages-but, critically, they view the select-crowd
strategy favorably and are willing to use it. The
select-crowd strategy is thus accurate, robust, and
appealing as a mechanism for helping individuals tap
collective wisdom.},
Doi = {10.1037/a0036677},
Key = {fds274123}
}
@article{fds274124,
Author = {Camilleri, AR and Larrick, RP},
Title = {Metric and scale design as choice architecture
tools},
Journal = {Journal of Public Policy and Marketing},
Volume = {33},
Number = {1},
Pages = {108-125},
Publisher = {SAGE Publications},
Year = {2014},
Month = {January},
ISSN = {0743-9156},
url = {http://dx.doi.org/10.1509/jppm.12.151},
Abstract = {Interest is increasing in using behavioral decision insights
to design better product labels. A specific policy target is
the fuel economy label, which policy makers can use to
encourage reduction in carbon dioxide emissions from
transport-related fossil-fuel combustion. In two online
experiments, the authors examine whether vehicle preferences
can be shifted toward more fuel-efficient vehicles by
manipulating the metric (consumption of gas vs. cost of gas)
and scale (100 miles vs. 15, 000 miles vs. 100, 000 miles)
on which fuel economy information is expressed. They find
that preference for fuel-efficient vehicles is highest when
fuel economy is expressed in terms of the cost of gas over
100, 000 miles, regardless of whether the vehicle pays for
its higher price in gas savings. The authors discuss the
underlying psychological mechanisms for this finding,
including compatibility, anchoring, and familiarity effects,
and conclude that policy makers should initiate programs
that communicate fuel-efficiency information in terms of
costs over an expanded, lifetime scale. © 2014, American
Marketing Association.},
Doi = {10.1509/jppm.12.151},
Key = {fds274124}
}
@article{fds274129,
Author = {Gromet, DM and Kunreuther, H and Larrick, RP},
Title = {Political ideology affects energy-efficiency attitudes and
choices.},
Journal = {Proceedings of the National Academy of Sciences of the
United States of America},
Volume = {110},
Number = {23},
Pages = {9314-9319},
Year = {2013},
Month = {June},
url = {http://www.ncbi.nlm.nih.gov/pubmed/23630266},
Abstract = {This research demonstrates how promoting the environment can
negatively affect adoption of energy efficiency in the
United States because of the political polarization
surrounding environmental issues. Study 1 demonstrated that
more politically conservative individuals were less in favor
of investment in energy-efficient technology than were those
who were more politically liberal. This finding was driven
primarily by the lessened psychological value that more
conservative individuals placed on reducing carbon
emissions. Study 2 showed that this difference has
consequences: In a real-choice context, more conservative
individuals were less likely to purchase a more expensive
energy-efficient light bulb when it was labeled with an
environmental message than when it was unlabeled. These
results highlight the importance of taking into account
psychological value-based considerations in the individual
adoption of energy-efficient technology in the United States
and beyond.},
Doi = {10.1073/pnas.1218453110},
Key = {fds274129}
}
@article{fds274130,
Author = {Feiler, DC and Tong, JD and Larrick, RP},
Title = {Biased judgment in censored environments},
Journal = {Management Science},
Volume = {59},
Number = {3},
Pages = {573-591},
Publisher = {Institute for Operations Research and the Management
Sciences (INFORMS)},
Year = {2013},
Month = {March},
url = {http://dx.doi.org/10.1287/mnsc.1120.1612},
Abstract = {Some environments constrain the information that managers
and decision makers can observe. We examine judgment in
censored environments where a constraint, the censorship
point, systematically distorts the observed sample. Random
instances beyond the censorship point are observed at the
censorship point, whereas uncensored instances are observed
at their true value. Many important managerial decisions
occur in censored environments, such as inventory, risk
taking, and employee evaluation decisions. In this research,
we demonstrate a censorship bias-individuals tend to rely
too heavily on the observed censored sample, biasing their
belief about the underlying population. We further show that
the censorship bias is exacerbated for higher degrees of
censorship, higher variance in the population, and higher
variability in the censorship points. In four studies, we
find evidence of the censorship bias across the domains of
demand estimation and sequential risk taking. The bias
causes individuals to make costly decisions and behave in an
overly risk-averse manner. © 2013 INFORMS.},
Doi = {10.1287/mnsc.1120.1612},
Key = {fds274130}
}
@article{fds274127,
Author = {Soll, JB and Keeney, RL and Larrick, RP},
Title = {Consumer misunderstanding of credit card
use},
Journal = {Journal of Public Policy and Marketing},
Volume = {32},
Number = {1},
Pages = {66-81},
Year = {2013},
Month = {January},
ISSN = {0743-9156},
url = {http://dx.doi.org/10.1509/jppm.11.061},
Abstract = {The authors identify several judgmental biases related to
paying off credit card debt. Participants with stronger
numerical skills made fewer errors, as did those who used
the new statement format mandated by Congress in the CARD
Act of 2009. Study 1 shows that people underestimate how
long it takes to eliminate a debt when payments barely cover
interest owed. Study 2 shows that less numerate people tend
to underestimate the monthly payment required to pay off a
debt in three years, whereas more numerate people tend to
overestimate the payment. The newly revised statement
required by the CARD Act substantially reduced these biases.
However, even with the new statement, many people still
underestimate required payments when still using the credit
card. Study 3 identifies ambiguities in the revised
statement that can lead to misjudgments about how much to
pay on monthly bills. The authors recommend additional
public policy actions to help cardholders understand the
relationship between payments and debt elimination. © 2013
American Marketing Association.},
Doi = {10.1509/jppm.11.061},
Key = {fds274127}
}
@article{fds312817,
Author = {Larrick, RP and Tost, LP and Gino, F},
Title = {When Power Makes Others Speechless: The Negative Impact of
Leader Power on Team Performance},
Journal = {Academy of Management Journal},
Volume = {56},
Pages = {1465-1486},
Publisher = {Academy of Management},
Year = {2013},
ISSN = {1948-0989},
url = {http://dx.doi.org/10.5465/amj.2011.0180},
Abstract = {We examine the impact of the subjective experience of power
on leadership dynamics and team performance and find that
the psychological effect of power on formal leaders spills
over to affect team performance. We argue that a formal
leader's experience of heightened power produces verbal
dominance, which reduces team communication and consequently
diminishes performance. Importantly, because these dynamics
rely on the acquiescence of other team members to the
leader's dominant behavior, the effects only emerge when the
leader holds a formal leadership position. Three studies
offer consistent support for this argument. The implications
for theory and practice are discussed. © Academy of
Management Journal.},
Doi = {10.5465/amj.2011.0180},
Key = {fds312817}
}
@article{fds274160,
Author = {Wade-Benzoni, KA and Tost, LP and Hernandez, M and Larrick,
RP},
Title = {It's only a matter of time: death, legacies, and
intergenerational decisions.},
Journal = {Psychological science},
Volume = {23},
Number = {7},
Pages = {704-709},
Year = {2012},
Month = {July},
url = {http://www.ncbi.nlm.nih.gov/pubmed/22692338},
Abstract = {Intergenerational decisions affect other people in the
future. The combination of intertemporal and interpersonal
distance between decision makers in the present and other
people in the future may lead one to expect little
intergenerational generosity. In the experiments reported
here, however, we posited that the negative effect of
intertemporal distance on intergenerational beneficence
would be reversed when people were primed with thoughts of
death. This reversal would occur because death priming leads
individuals to be concerned with having a lasting impact on
other people in the future. Our experiments show that when
individuals are exposed to death priming, the expected
tendency to allocate fewer resources to others in the
future, as compared with others in the present, is reversed.
Our findings suggest that legacy motivations triggered by
death priming can trump intergenerational discounting
tendencies and promote intergenerational
beneficence.},
Doi = {10.1177/0956797612443967},
Key = {fds274160}
}
@article{fds274158,
Author = {Johnson, EJ and Shu, SB and Dellaert, BGC and Fox, C and Goldstein, DG and Häubl, G and Larrick, RP and Payne, JW and Peters, E and Schkade, D and Wansink, B and Weber, EU},
Title = {Beyond nudges: Tools of a choice architecture},
Journal = {Marketing Letters},
Volume = {23},
Number = {2},
Pages = {487-504},
Publisher = {Springer Nature},
Year = {2012},
Month = {June},
ISSN = {0923-0645},
url = {http://dx.doi.org/10.1007/s11002-012-9186-1},
Abstract = {The way a choice is presented influences what a
decision-maker chooses. This paper outlines the tools
available to choice architects, that is anyone who present
people with choices. We divide these tools into two
categories: those used in structuring the choice task and
those used in describing the choice options. Tools for
structuring the choice task address the idea of what to
present to decision-makers, and tools for describing the
choice options address the idea of how to present it. We
discuss implementation issues in using choice architecture
tools, including individual differences and errors in
evaluation of choice outcomes. Finally, this paper presents
a few applications that illustrate the positive effect
choice architecture can have on real-world decisions. ©
2012 Springer Science+Business Media, LLC.},
Doi = {10.1007/s11002-012-9186-1},
Key = {fds274158}
}
@article{fds274156,
Author = {Tost, LP and Gino, F and Larrick, RP},
Title = {Power, competitiveness, and advice taking: Why the powerful
don't listen},
Journal = {Organizational Behavior and Human Decision
Processes},
Volume = {117},
Number = {1},
Pages = {53-65},
Publisher = {Elsevier BV},
Year = {2012},
Month = {January},
ISSN = {0749-5978},
url = {http://dx.doi.org/10.1016/j.obhdp.2011.10.001},
Abstract = {Four experiments test the prediction that feelings of power
lead individuals to discount advice received from both
experts and novices. Experiment 1 documents a negative
relationship between subjective feelings of power and use of
advice. Experiments 2 and 3 further show that individuals
experiencing neutral and low levels of power weigh advice
from experts and experienced advisors more heavily than
advice from novices, but individuals experiencing high
levels of power discount both novice and expert advice.
Experiments 3 and 4 demonstrate that this tendency of
individuals experiencing high levels of power to discount
advice from experts and novices equally is mediated by
feelings of competitiveness (Experiment 3) and confidence
(Experiments 3 and 4). Finally, Experiment 4 shows that
inducing high power individuals to feel cooperative with
their advisors can mitigate this tendency, leading them to
weigh expert advice more heavily than advice from novices.
Theoretical and practical contributions are discussed. ©
2011 Elsevier Inc.},
Doi = {10.1016/j.obhdp.2011.10.001},
Key = {fds274156}
}
@article{fds274159,
Author = {Aggarwal, P and Larrick, RP},
Title = {When consumers care about being treated fairly: The
interaction of relationship norms and fairness
norms},
Journal = {Journal of Consumer Psychology},
Volume = {22},
Number = {1},
Pages = {114-127},
Publisher = {WILEY},
Year = {2012},
Month = {January},
ISSN = {1057-7408},
url = {http://dx.doi.org/10.1016/j.jcps.2011.11.009},
Abstract = {Prior research suggests that people assess overall fairness
of an event by focusing on the distribution of the final
outcome (distributive fairness) and on how they are treated
by others during the conflict resolution process
(interactional fairness). The primary goal of this work is
to use a social relationship framework to study differences
in consumers' responses to interactional fairness as
revealed by their evaluations of a brand. Two types of
relationships are examined-exchange relationships in which
benefits are given to get something back in return; and
communal relationships in which benefits are given to take
care of others' needs. Results of two studies suggest that
the type of consumers' relationship with the brand moderates
the effect of interactional fairness such that consumers who
have a communal relationship are more responsive to
interactional fairness under conditions of low distributive
fairness while those who have an exchange relationship are
more responsive under conditions of high distributive
fairness. © 2011 Society for Consumer Psychology.},
Doi = {10.1016/j.jcps.2011.11.009},
Key = {fds274159}
}
@article{fds274154,
Author = {Carton, AM and Larrick, RP and Page, L},
Title = {Back to the grind: How attention affects satisfaction during
goal pursuit},
Journal = {Academy of Management 2011 Annual Meeting - West Meets East:
Enlightening. Balancing. Transcending, AOM
2011},
Year = {2011},
Month = {December},
url = {http://dx.doi.org/10.5464/AMBPP.2011.242.a},
Abstract = {A recent trend in job satisfaction research involves
focusing not on overall satisfaction or satisfaction at any
given moment, but instead on how satisfaction changes over
time. One well-known but understudied example of how job
satisfaction changes over time is "the grind," which is the
period during goal pursuit when workers experience the least
marginal gains in satisfaction. We demonstrate that whether
people experience the grind during the beginning, middle, or
the end of goal pursuit can be systematically manipulated
according to the tenets of the value function in prospect
theory. We also predict a way to "beat the grind." Results
of three studies support our predictions.},
Doi = {10.5464/AMBPP.2011.242.a},
Key = {fds274154}
}
@article{fds274157,
Author = {Larrick, RP and Cameron, KW},
Title = {Consumption-based metrics: From autos to
IT},
Journal = {Computer},
Volume = {44},
Number = {7},
Pages = {97-99},
Publisher = {Institute of Electrical and Electronics Engineers
(IEEE)},
Year = {2011},
Month = {July},
ISSN = {0018-9162},
url = {http://dx.doi.org/10.1109/MC.2011.205},
Abstract = {In comparing computing systems, IT professionals need the
ability to both gauge energy efficiency and understand the
magnitude of improvements in power consumption. © 2011
IEEE.},
Doi = {10.1109/MC.2011.205},
Key = {fds274157}
}
@article{fds274155,
Author = {Larrick, RP and Timmerman, TA and Carton, AM and Abrevaya,
J},
Title = {Temper, temperature, and temptation: heat-related
retaliation in baseball.},
Journal = {Psychological science},
Volume = {22},
Number = {4},
Pages = {423-428},
Year = {2011},
Month = {April},
url = {http://www.ncbi.nlm.nih.gov/pubmed/21350182},
Abstract = {In this study, we analyzed data from 57,293 Major League
Baseball games to test whether high temperatures interact
with provocation to increase the likelihood that batters
will be hit by a pitch. Controlling for a number of other
variables, we conducted analyses showing that the
probability of a pitcher hitting a batter increases sharply
at high temperatures when more of the pitcher's teammates
have been hit by the opposing team earlier in the game. We
suggest that high temperatures increase retaliation by
increasing hostile attributions when teammates are hit by a
pitch and by lowering inhibitions against
retaliation.},
Doi = {10.1177/0956797611399292},
Key = {fds274155}
}
@article{fds274151,
Author = {Jeffrey, SA and Onay, S and Larrick, RP},
Title = {Goal attainment as a resource: The cushion effect in risky
choice above a goal},
Journal = {Journal of Behavioral Decision Making},
Volume = {23},
Number = {2},
Pages = {191-202},
Publisher = {WILEY},
Year = {2010},
Month = {January},
ISSN = {0894-3257},
url = {http://dx.doi.org/10.1002/bdm.645},
Abstract = {Goals are a ubiquitous part of life and have been shown to
change behavior in many domains. This research studied the
influence of goal attainment on risky choice behavior.
Previous research has shown that goals tend to increase
risk-seeking behavior when potential outcomes fall below a
goal. We examined a new problem: Choice behavior when all
potential outcomes in a choice set achieve or exceed the
goal. Two studies show a "cushion effect" of goal attainment
on choice under risk. When all possible outcomes of all
options are above a salient and specific goal, decision
makers are more likely to choose a risky option over a
certain outcome with equal expected value (EV). We
hypothesized that the attainment of a goal serves as a
cushion that softens the negative emotions associated with
receiving a gamble's low outcome. This allows risk taking
that would otherwise be unattractive. © 2009 John Wiley &
Sons, Ltd.},
Doi = {10.1002/bdm.645},
Key = {fds274151}
}
@article{fds274153,
Author = {Burson, KA and Larrick, RP and Lynch, JG},
Title = {Six of one, half dozen of the other: expanding and
contracting numerical dimensions produces preference
reversals.},
Journal = {Psychological science},
Volume = {20},
Number = {9},
Pages = {1074-1078},
Year = {2009},
Month = {September},
url = {http://www.ncbi.nlm.nih.gov/pubmed/19572972},
Abstract = {The scales used to describe the attributes of different
choice options are usually open to alternative expressions,
such as inches versus feet or minutes versus hours. More
generally, a ratio scale can be multiplied by an arbitrary
factor (e.g., 12) while preserving all of the information it
conveys about different choice alternatives. We propose that
expanded scales (e.g., price per year) lead decision makers
to discriminate between choice options more than do
contracted scales (e.g., price per month) because they
exaggerate the difference between options on the expanded
attribute. Two studies show that simply increasing the size
of an attribute's scale systematically changes its weight in
both multiattribute preferences and willingness to pay:
Expanding scales for one attribute shifts preferences to
alternatives favored on that attribute.},
Doi = {10.1111/j.1467-9280.2009.02394.x},
Key = {fds274153}
}
@article{fds274152,
Author = {Larrick, RP and Heath, C and Wu, G},
Title = {Goal-induced risktaking in negotiation and decision
making},
Journal = {Social Cognition},
Volume = {27},
Number = {3},
Pages = {342-364},
Publisher = {Guilford Publications},
Year = {2009},
Month = {June},
ISSN = {0278-016X},
url = {http://dx.doi.org/10.1521/soco.2009.27.3.342},
Abstract = {Three experiments test whether specific, challenging goals
increase risk taking. We propose that goals serve as
reference points, creating a region of perceived losses for
outcomes below a goal (Kahneman & Tversky, 1979; Tversky &
Kahneman, 1992). According to the Prospect Theory value
function, decision makers become more risk seeking in the
domain of losses. In all three experiments we compared a "do
your best" condition with a "specific, challenging goal"
condition. The goal condition consistently increased risky
behavior in both negotiation and decision making tasks. The
discussion considers how goals influence expectations,
strategy choice, and unethical behavior.},
Doi = {10.1521/soco.2009.27.3.342},
Key = {fds274152}
}
@article{fds274150,
Author = {Soll, JB and Larrick, RP},
Title = {Strategies for revising judgment: how (and how well) people
use others' opinions.},
Journal = {Journal of experimental psychology. Learning, memory, and
cognition},
Volume = {35},
Number = {3},
Pages = {780-805},
Year = {2009},
Month = {May},
ISSN = {0278-7393},
url = {http://www.ncbi.nlm.nih.gov/pubmed/19379049},
Abstract = {A basic issue in social influence is how best to change
one's judgment in response to learning the opinions of
others. This article examines the strategies that people use
to revise their quantitative estimates on the basis of the
estimates of another person. The authors note that people
tend to use 2 basic strategies when revising estimates:
choosing between the 2 estimates and averaging them. The
authors developed the probability, accuracy, redundancy
(PAR) model to examine the relative effectiveness of these
two strategies across judgment environments. A surprising
result was that averaging was the more effective strategy
across a wide range of commonly encountered environments.
The authors observed that despite this finding, people tend
to favor the choosing strategy. Most participants in these
studies would have achieved greater accuracy had they always
averaged. The identification of intuitive strategies, along
with a formal analysis of when they are accurate, provides a
basis for examining how effectively people use the judgments
of others. Although a portfolio of strategies that includes
averaging and choosing can be highly effective, the authors
argue that people are not generally well adapted to the
environment in terms of strategy selection.},
Doi = {10.1037/a0015145},
Key = {fds274150}
}
@article{fds274162,
Author = {Larrick, RP and Soll, JB},
Title = {Economics. The MPG illusion.},
Journal = {Science (New York, N.Y.)},
Volume = {320},
Number = {5883},
Pages = {1593-1594},
Year = {2008},
Month = {June},
url = {http://www.ncbi.nlm.nih.gov/pubmed/18566271},
Doi = {10.1126/science.1154983},
Key = {fds274162}
}
@article{fds274125,
Author = {Larrick, RP},
Title = {Debiasing},
Pages = {316-338},
Publisher = {BLACKWELL PUBLISHING LTD},
Year = {2008},
Month = {January},
url = {http://dx.doi.org/10.1002/9780470752937.ch16},
Doi = {10.1002/9780470752937.ch16},
Key = {fds274125}
}
@article{fds274149,
Author = {Larrick, RP and Wu, G},
Title = {Claiming a large slice of a small pie: asymmetric
disconfirmation in negotiation.},
Journal = {Journal of personality and social psychology},
Volume = {93},
Number = {2},
Pages = {212-233},
Year = {2007},
Month = {August},
ISSN = {0022-3514},
url = {http://www.ncbi.nlm.nih.gov/pubmed/17645396},
Abstract = {Three studies show that negotiators consistently
underestimate the size of the bargaining zone in
distributive negotiations (the small-pie bias) and, by
implication, overestimate the share of the surplus they
claim (the large-slice bias). The authors explain the
results by asymmetric disconfirmation: Negotiators with
initial estimates of their counterpart's reservation price
that are "inside" the bargaining zone tend to behave
consistently with these estimates, which become
self-fulfilling, whereas negotiators with initial "outside"
estimates revise their perceptions in the face of strong
disconfirming evidence. Asymmetric disconfirmation can
produce a population-level bias, even when initial
perceptions are accurate on average. The authors suggest
that asymmetric disconfirmation has implications for
confirmation bias and self-fulfilling-prophecy research in
social perception.},
Doi = {10.1037/0022-3514.93.2.212},
Key = {fds274149}
}
@article{fds274148,
Author = {Larrick, RP and Burson, KA and Soll, JB},
Title = {Social comparison and confidence: When thinking you're
better than average predicts overconfidence (and when it
does not)},
Journal = {Organizational Behavior and Human Decision
Processes},
Volume = {102},
Number = {1},
Pages = {76-94},
Publisher = {Elsevier BV},
Year = {2007},
Month = {January},
ISSN = {0749-5978},
url = {http://dx.doi.org/10.1016/j.obhdp.2006.10.002},
Abstract = {A common social comparison bias-the better-than-average-effect-is
frequently described as psychologically equivalent to the
individual-level judgment bias known as overconfidence.
However, research has found "Hard-easy" effects for each
bias that yield a seemingly paradoxical reversal: Hard tasks
tend to produce overconfidence but worse-than-average
perceptions, whereas easy tasks tend to produce
underconfidence and better-than-average effects. We argue
that the two biases are in fact positively related because
they share a common psychological basis in subjective
feelings of competence, but that the "hard-easy" reversal is
both empirically possible and logically necessary under
specifiable conditions. Two studies are presented to support
these arguments. We find little support for personality
differences in these biases, and conclude that
domain-specific feelings of competence account best for
their relationship to each other. © 2006 Elsevier Inc. All
rights reserved.},
Doi = {10.1016/j.obhdp.2006.10.002},
Key = {fds274148}
}
@article{fds330877,
Author = {Larrick, R},
Title = {If you can't draw it, you don't understand
it},
Journal = {Paper360},
Volume = {2},
Number = {6},
Pages = {41},
Year = {2007},
Month = {January},
Key = {fds330877}
}
@article{fds330878,
Author = {Larrick, R},
Title = {Beginnings are important},
Journal = {Paper360},
Volume = {2},
Number = {2},
Pages = {24},
Year = {2007},
Month = {January},
Abstract = {Proper beginnings in business plans play a vital role in
identifying and quantifying an organization's future
improvement or innovation efforts. Business managers should
start it with the setting of direction, and once the
direction is clear, it is easy to develop focus and team
spirit. Managers must set goals to their teams or employees
using a specific, measurable, attainable, results-oriented,
and time-bound (SMART) approach while assigning jobs or
launching teams or group efforts. An efficient leader must
also use beginnings as an important tool to generate
enthusiasm and commitment within his teams. Holding staff
meetings early in week can help the team to focus on what
needs to be done to achieve near-term measurable
goals.},
Key = {fds330878}
}
@article{fds274147,
Author = {Larrick, RP and Soil, JB},
Title = {Erratum: Intuitions about combining opinions:
Misappreciation of the averaging principle (Management
Science (January 2006) 52:1 (111-127) 10.1287/mnsc.1060.0518)},
Journal = {Management Science},
Volume = {52},
Number = {2},
Pages = {309-310},
Publisher = {Institute for Operations Research and the Management
Sciences (INFORMS)},
Year = {2006},
Month = {February},
ISSN = {0025-1909},
url = {http://dx.doi.org/10.1287/mnsc.1060.0518},
Doi = {10.1287/mnsc.1060.0518},
Key = {fds274147}
}
@article{fds274146,
Author = {Burson, KA and Larrick, RP and Klayman, J},
Title = {Skilled or unskilled, but still unaware of it: how
perceptions of difficulty drive miscalibration in relative
comparisons.},
Journal = {Journal of personality and social psychology},
Volume = {90},
Number = {1},
Pages = {60-77},
Year = {2006},
Month = {January},
ISSN = {0022-3514},
url = {http://www.ncbi.nlm.nih.gov/pubmed/16448310},
Abstract = {People are inaccurate judges of how their abilities compare
to others'. J. Kruger and D. Dunning (1999, 2002) argued
that unskilled performers in particular lack metacognitive
insight about their relative performance and
disproportionately account for better-than-average effects.
The unskilled overestimate their actual percentile of
performance, whereas skilled performers more accurately
predict theirs. However, not all tasks show this bias. In a
series of 12 tasks across 3 studies, the authors show that
on moderately difficult tasks, best and worst performers
differ very little in accuracy, and on more difficult tasks,
best performers are less accurate than worst performers in
their judgments. This pattern suggests that judges at all
skill levels are subject to similar degrees of error. The
authors propose that a noise-plus-bias model of judgment is
sufficient to explain the relation between skill level and
accuracy of judgments of relative standing.},
Doi = {10.1037/0022-3514.90.1.60},
Key = {fds274146}
}
@article{fds274161,
Author = {Larrick, RP and Soll, JB},
Title = {Intuitions about combining opinions: Misappreciation of the
averaging principle},
Journal = {Management Science},
Volume = {52},
Number = {1},
Pages = {111-127},
Publisher = {Institute for Operations Research and the Management
Sciences (INFORMS)},
Year = {2006},
Month = {January},
ISSN = {0025-1909},
url = {http://dx.doi.org/10.1287/mnsc.1050.0459},
Abstract = {Averaging estimates is an effective way to improve accuracy
when combining expert judgments, integrating group members'
judgments, or using advice to modify personal judgments. If
the estimates of two judges ever fall on different sides of
the truth, which we term bracketing, averaging must
outperform the average judge for convex loss functions, such
as mean absolute deviation (MAD). We hypothesized that
people often hold incorrect beliefs about averaging, falsely
concluding that the average of two judges' estimates would
be no more accurate than the average judge. The experiments
confirmed that this misconception was common across a range
of tasks that involved reasoning from summary data
(Experiment 1), from specific instances (Experiment 2), and
conceptually (Experiment 3). However, this misconception
decreased as observed or assumed bracketing rate increased
(all three studies) and when bracketing was made more
transparent (Experiment 2). Experiment 4 showed that flawed
inferential rules and poor extensional reasoning abilities
contributed to the misconception. We conclude by describing
how people may face few opportunities to learn the benefits
of averaging and how misappreciating averaging contributes
to poor intuitive strategies for combining estimates. ©
2006 INFORMS.},
Doi = {10.1287/mnsc.1050.0459},
Key = {fds274161}
}
@article{fds330879,
Author = {Larrick, R},
Title = {A universal diagnostic process can lead to focused
improvement},
Journal = {Paper360},
Volume = {1},
Number = {4},
Pages = {30},
Year = {2006},
Month = {January},
Abstract = {A universal diagnostic process can help in creating a
focused improvement effort in a business process of an
organization. A company should focus on effective measures
such as metric, map, gap, ideation, opportunity, selection,
team launch, and quantification, which should be carried out
in proper sequence to improve the business process. A
company, which is launching an improvement effort, should
define one metric to measure improvement that can influence
or limit the improvement ideas generated. A particular
process should be drawn for improvement and few big
opportunity gaps also should be determined in the process.
The organization should also appoint an individual or a team
who would be accountable for making this improvement and
should also focus on the boundaries and resources needed for
the improvement effort.},
Key = {fds330879}
}
@article{fds330880,
Author = {Larrick, R},
Title = {You can't control what you don't understand},
Journal = {Paper360},
Volume = {1},
Number = {2},
Pages = {30},
Year = {2006},
Month = {January},
Abstract = {Rick Larrick, retired mill manager from Georgia-Pacific
Corp., offers his views on the importance of understanding
business processes in the paper industry for a successful
business management. Larrick suggests that mill managers
should adopt lean manufacturing techniques such as the
Toyota Production System value stream mapping, which will
allow them to look for waste in the manufacturing process in
the form of in-process inventory, time losses, and excess
handling. They can understand the processes by interviewing
their direct reports to find out their activities, and also
by giving quality time to each. Larrick also wants the
managers to define the fundamental process for which they
are responsible, engage the employees to accurately plan
their processes in detail, and thereby improve process,
engaging the employees in that improvement.},
Key = {fds330880}
}
@article{fds274145,
Author = {Janicik, GA and Larrick, RP},
Title = {Social network schemas and the learning of incomplete
networks.},
Journal = {Journal of personality and social psychology},
Volume = {88},
Number = {2},
Pages = {348-364},
Year = {2005},
Month = {February},
ISSN = {0022-3514},
url = {http://www.ncbi.nlm.nih.gov/pubmed/15841863},
Abstract = {Social networks that are missing relations among some of
their members--termed incomplete networks--have been of
critical theoretical and empirical interest in sociological
research on weak ties and structural holes but typically
have been overlooked in social psychological studies of
network learning. Five studies tested for schematic
processing differences in the encoding and recalling of
incomplete networks. In Studies 1 and 2, prior knowledge of
missing relations facilitated learning an unfamiliar,
incomplete network. Study 3 ruled out differences in general
pattern recognition ability as an explanation. Study 4
manipulated the degree of familiarity with missing
relations, which produced predicted differences in learning
rates. Finally, Study 5 examined how improved learning of an
incomplete network affected a strategic organizational
choice. The findings suggest that people can become
schematic for complex, incomplete social
networks.},
Doi = {10.1037/0022-3514.88.2.348},
Key = {fds274145}
}
@article{fds274144,
Author = {Blount, S and Larrick, RP},
Title = {Framing the Game: Examining Frame Choice in
Bargaining.},
Journal = {Organizational behavior and human decision
processes},
Volume = {81},
Number = {1},
Pages = {43-71},
Year = {2000},
Month = {January},
ISSN = {0749-5978},
url = {http://www.ncbi.nlm.nih.gov/pubmed/10631068},
Abstract = {This article introduces the study of frame choice in
negotiation. Here, the selection of a procedural frame is
treated as a dependent variable-a choice that bargainers
make in addition to determining their offers. The empirical
focus of the article is on whether, when given a choice
between two alternative versions of the ultimatum bargaining
game, negotiators choose the description that maximizes
their expected payoffs. For example, in one frame-choice
task, negotiators assigned to the Player 1 role were asked
to select between framing the game as "Player 1 proposes a
division and Player 2 accepts or rejects it" or "Player 1
makes a claim from a common pool and Player 2 makes a
counterclaim." Past research has shown that the second frame
leads to higher expected payoffs for Player 1 than does the
first. Across four studies and three established framing
effects, it is found that participants consistently fail to
select the procedural frames that optimize monetary
outcomes. Subsequent analyses suggest that this tendency is
due to two factors: (a) nonmonetary motivations, such as
fairness and respect, that influence frame-choice
preferences and (b) cognitive limitations that inhibit the
ability to accurately predict the effect of alternative
procedural frames on opponents' responses Copyright 2000
Academic Press.},
Doi = {10.1006/obhd.1999.2866},
Key = {fds274144}
}
@article{fds274143,
Author = {Morris, MW and Larrick, RP and Su, SK},
Title = {Misperceiving negotiation counterparts: When situationally
determined bargaining behaviors are attributed to
personality traits},
Journal = {Journal of Personality and Social Psychology},
Volume = {77},
Number = {1},
Pages = {52-67},
Publisher = {American Psychological Association (APA)},
Year = {1999},
Month = {July},
ISSN = {0022-3514},
url = {http://dx.doi.org/10.1037/0022-3514.77.1.52},
Abstract = {Several experiments provided evidence that negotiators make
systematic errors in personality-trait attributions for the
bargaining behaviors of their counterparts. Although basic
negotiation behavior is highly determined by bargaining
positions, negotiators primarily interpret their
counterpart's behavior in terms of the counterpart's
personality, such as his or her level of cooperativeness or
agreeableness. Data support a model of 4 processes that
contribute to misperceptions: (a) the primacy of situations
in determining bargaining behavior, (b) the primacy of
personality traits in attributions, (c) the lack of
sufficient information about the other's situation to
discount personality attributions, and (d) the potentially
self-confirming consequences of personality attributions for
subsequent interactions. The authors discuss implications
for research areas such as social cognition in negotiation,
accuracy in social perception, and the dynamics of belief
confirmation.},
Doi = {10.1037/0022-3514.77.1.52},
Key = {fds274143}
}
@article{fds274142,
Author = {Heath, C and Larrick, RP and Wu, G},
Title = {Goals as reference points.},
Journal = {Cognitive psychology},
Volume = {38},
Number = {1},
Pages = {79-109},
Year = {1999},
Month = {February},
ISSN = {0010-0285},
url = {http://www.ncbi.nlm.nih.gov/pubmed/10090799},
Abstract = {We argue that goals serve as reference points and alter
outcomes in a manner consistent with the value function of
Prospect Theory (Kahneman & Tversky, 1979; Tversky &
Kahneman, 1992). We present new evidence that goals inherit
the properties of the value function-not only a reference
point, but also loss aversion and diminishing sensitivity.
We also use the value function to explain previous empirical
results in the goal literature on affect, effort,
persistence, and performance.},
Doi = {10.1006/cogp.1998.0708},
Key = {fds274142}
}
@article{fds274133,
Author = {Heath, C and Larrick, RP and Klayman, J},
Title = {Cognitive repairs: How organizational practices can
compensate for individual shortcomings},
Journal = {RESEARCH IN ORGANIZATIONAL BEHAVIOR, VOL 20,
1998},
Volume = {20},
Pages = {1-37},
Publisher = {JAI PRESS INC},
Year = {1998},
Month = {January},
ISSN = {0191-3085},
url = {http://gateway.webofknowledge.com/gateway/Gateway.cgi?GWVersion=2&SrcApp=PARTNER_APP&SrcAuth=LinksAMR&KeyUT=WOS:000072957700002&DestLinkType=FullRecord&DestApp=ALL_WOS&UsrCustomerID=47d3190e77e5a3a53558812f597b0b92},
Key = {fds274133}
}
@article{fds274140,
Author = {Drolet, A and Larrick, R and Morris, MW},
Title = {Thinking of others: How perspective taking changes
negotiators' aspirations and fairness perceptions as a
function of negotiator relationships},
Journal = {Basic and Applied Social Psychology},
Volume = {20},
Number = {1},
Pages = {23-31},
Publisher = {Informa UK Limited},
Year = {1998},
Month = {January},
url = {http://dx.doi.org/10.1207/s15324834basp2001_3},
Abstract = {The current research investigates two factors that might
moderate the effects of competitive demands and biased
fairness perceptions on conflict resolution: the
relationship between the negotiators and perspective taking.
In an experiment, we found that negotiators in a positive
relationship were more self-serving in aspirations and
fairness judgments than negotiators in a negative
relationship. Furthermore, we found support for a
social-motive priming hypothesis, which predicts that the
relationship between negotiators will significantly impact
the effects of perspective taking on aspirations and
fairness judgments. Finally, we found that discrepancies in
fairness judgments significantly predicted conflict delay in
positive relationships but not in negative relationships
where differences in aspirations played a larger role,
thereby lending support to past researchers' findings that
fairness considerations figure larger in negotiations
involving a positive relationship between negotiators
whereas equity considerations figure larger in negotiations
involving a negative relationship between
negotiators.},
Doi = {10.1207/s15324834basp2001_3},
Key = {fds274140}
}
@article{fds274141,
Author = {Morris, MW and Williams, KY and Leung, K and Larrick, R and Mendoza, MT and Bhatnagar, D and Li, J and Kondo, M and Luo, JL and Hu,
JC},
Title = {Conflict management style: Accounting for cross-national
differences},
Journal = {Journal of International Business Studies},
Volume = {29},
Number = {4},
Pages = {729-747},
Publisher = {Springer Nature},
Year = {1998},
Month = {January},
url = {http://dx.doi.org/10.1057/palgrave.jibs.8490050},
Abstract = {A problem in joint ventures between U.S. and Asian firms is
that cultural differences impede the smooth resolution of
conflicts between managers. In a survey of young managers in
the U.S., China, Philippines, and India we find support for
two hypotheses about cultural differences in conflict style
and the cultural values that account for these differences:
Chinese managers rely more on an avoiding style because of
their relatively high value on conformity and tradition.
U.S. managers rely more on a competing style because of
their relatively high value on individual achievement. ©
1998, Academy of International Business. All rights
reserved.},
Doi = {10.1057/palgrave.jibs.8490050},
Key = {fds274141}
}
@article{fds274139,
Author = {Larrick, RP and Blount, S},
Title = {The claiming effect: Why players are more generous in social
dilemmas than in ultimatum games},
Journal = {Journal of Personality and Social Psychology},
Volume = {72},
Number = {4},
Pages = {810-825},
Publisher = {American Psychological Association (APA)},
Year = {1997},
Month = {January},
ISSN = {0022-3514},
url = {http://dx.doi.org/10.1037/0022-3514.72.4.810},
Abstract = {The term procedural frames is introduced and defined as
different representations of structurally equivalent
allocation processes. Study 1 compared 2 well-known games,
sequential social dilemmas and ultimatum bargaining, that
share the same structure: Player 1 creates an allocation of
a resource and Player 2 decides whether to allow it or deny
it. Study 1 found that Player 1 made more favorable
allocations and Player 2 accepted more unfavorable
allocations in a social dilemma frame than in an equivalent
ultimatum bargaining frame. Study 2 revealed the critical
determinant was whether Player 2 had to respond to an
allocation by accepting or rejecting it (as in the ultimatum
game) or by making a claim (as in the social dilemma). Two
additional studies explored how these actions are perceived.
The inconsistency of behavior across procedural frames
raises methodological concerns but illuminates construal
processes that guide allocation. Copyright 1997 by the
American Psychological Association, Inc.},
Doi = {10.1037/0022-3514.72.4.810},
Key = {fds274139}
}
@article{fds274137,
Author = {Morris, MW and Larrick, RP},
Title = {When one cause casts doubt on another: A normative analysis
of discounting in causal attribution},
Journal = {Psychological Review},
Volume = {102},
Number = {2},
Pages = {331-355},
Publisher = {American Psychological Association (APA)},
Year = {1995},
Month = {January},
url = {http://dx.doi.org/10.1037/0033-295X.102.2.331},
Abstract = {The question of whether lay attributors are biased in their
discounting of 1 cause given an alternative cause has not
been resolved by decades of research, largely due to the
lack of a clear standard for the rational amount of
discounting. The authors propose a normative model in which
the attributor's causal schemas and discounting inferences
are represented in terms of subjective probability. The
analysis examines Kelley's (1972b) proposed causal schemas
and then other schemas for multiple causes (varying in
assumptions about prior probability, sufficiency,
correlation, and number of causes) to determine when
discounting is rational. It reveals that discounting is
implied from most, but not all, possible causal schemas,
albeit at varying amounts. Hence, certain patterns of
discounting previously interpreted as biases may, in fact,
reflect coherent inferences from causal schemas. Results of
2 studies, which measured causal assumptions and inferences,
support this interpretation.},
Doi = {10.1037/0033-295X.102.2.331},
Key = {fds274137}
}
@article{fds274138,
Author = {Larrick, RP and Boles, TL},
Title = {Avoiding regret in decisions with feedback: A negotiation
example},
Journal = {Organizational Behavior and Human Decision
Processes},
Volume = {63},
Number = {1},
Pages = {87-97},
Publisher = {Elsevier BV},
Year = {1995},
Month = {January},
ISSN = {0749-5978},
url = {http://dx.doi.org/10.1006/obhd.1995.1064},
Abstract = {Regret theory (Bell, 1983) posits that learning about the
outcome of a foregone alternative creates the possibility of
experiencing regret. In a choice between a certain outcome
and a gamble with a similar expected value, regret theory
predicts the following: Decision makers will be more likely
to choose the certain outcome when they expect they will not
learn the outcome of the gamble than when they expect they
will. The difference in risk aversion between these two
feedback conditions is a measure of regret aversion. In this
study, a negotiation exercise was used to examine how the
expectation of receiving feedback on a foregone alternative
influenced negotiators′ risk preferences. Consistent with
the regret theory prediction, we found subjects to be more
risk averse in their negotiation decisions when they did not
expect feedback on a foregone risky alternative than when
they did. As a consequence, negotiators who did not expect
feedback on a foregone risky alternative were more likely to
reach agreement in their negotiation than were negotiators
who did expect feedback. The results have implications for
the importance of considering motivational factors, such as
regret avoidance, in both decision and negotiation theories.
© 1995 Academic Press. All rights reserved.},
Doi = {10.1006/obhd.1995.1064},
Key = {fds274138}
}
@article{fds343765,
Author = {LARRICK, R},
Title = {ATTENTION K-MORT SHOPPERS},
Journal = {NEW REPUBLIC},
Volume = {208},
Number = {16},
Pages = {5-5},
Publisher = {NEW REPUBLIC INC},
Year = {1993},
Month = {April},
Key = {fds343765}
}
@article{fds274135,
Author = {Larrick, RP and Nisbett, RE and Morgan, JN},
Title = {Who uses the cost-benefit rules of choice? implications for
the normative status of microeconomic theory},
Journal = {Organizational Behavior and Human Decision
Processes},
Volume = {56},
Number = {3},
Pages = {331-347},
Publisher = {Elsevier BV},
Year = {1993},
Month = {January},
ISSN = {0749-5978},
url = {http://dx.doi.org/10.1006/obhd.1993.1058},
Abstract = {We find three factors to be associated with use of
cost-benefit rules in everyday decisions. These are
effectiveness in achieving desirable life outcomes,
intelligence, and training in economics. We argue that these
empirical findings support the claim that cost-benefit
reasoning is normative. © 1993 Academic Press,
Inc.},
Doi = {10.1006/obhd.1993.1058},
Key = {fds274135}
}
@article{fds274136,
Author = {Larrick, RP},
Title = {Motivational factors in decision theories: The role of
self-protection},
Journal = {Psychological Bulletin},
Volume = {113},
Number = {3},
Pages = {440-450},
Publisher = {American Psychological Association (APA)},
Year = {1993},
Month = {January},
url = {http://dx.doi.org/10.1037/0033-2909.113.3.440},
Abstract = {This article reviews the standard economic and cognitive
models of decision making under risk and describes the
psychological assumptions that underlie these models. It
then reviews important motivational factors that are
typically underemphasized by the standard theories,
including the motivation to protect one's self-image from
failure and regret. An integrated view of decision making is
offered on the basis of a more comprehensive set of
psychological assumptions.},
Doi = {10.1037/0033-2909.113.3.440},
Key = {fds274136}
}
@article{fds274134,
Author = {Josephs, RA and Larrick, RP and Steele, CM and Nisbett,
RE},
Title = {Protecting the self from the negative consequences of risky
decisions.},
Journal = {Journal of personality and social psychology},
Volume = {62},
Number = {1},
Pages = {26-37},
Year = {1992},
Month = {January},
ISSN = {0022-3514},
url = {http://www.ncbi.nlm.nih.gov/pubmed/1538314},
Abstract = {Three experiments tested the idea that a motive to protect
self-esteem (SE) from the threat of regret can influence
decision making. Threat to SE was manipulated by varying
whether people expected to know the outcome of their
decisions. Study 1 showed that when Ss expected feedback
about their decisions, only Ss low in SE made
regret-minimizing choices. Study 2 showed that when Ss did
not expect to know the outcome of their decisions, SE
differences in choice strategies disappeared. Study 3
manipulated expectations about feedback on chosen and
unchosen alternatives and showed that the more feedback that
was expected, the more likely low but not high SE Ss were to
make regret-minimizing choices. These studies suggest that
people base decisions not only on objective attributes of
choice alternatives, but also on the damage to SE that is
perceived to result from a poor-decision
outcome.},
Doi = {10.1037//0022-3514.62.1.26},
Key = {fds274134}
}
@article{fds274132,
Author = {Reifman, AS and Larrick, RP and Fein, S},
Title = {Temper and Temperature on the Diamond: The Heat-Aggression
Relationship in Major League Baseball},
Journal = {Personality and Social Psychology Bulletin},
Volume = {17},
Number = {5},
Pages = {580-585},
Publisher = {SAGE Publications},
Year = {1991},
Month = {October},
ISSN = {0146-1672},
url = {http://gateway.webofknowledge.com/gateway/Gateway.cgi?GWVersion=2&SrcApp=PARTNER_APP&SrcAuth=LinksAMR&KeyUT=WOS:A1991GJ92300013&DestLinkType=FullRecord&DestApp=ALL_WOS&UsrCustomerID=47d3190e77e5a3a53558812f597b0b92},
Abstract = {<jats:p> Archival data from major league baseball games
played during the 1986, 1987, and 1988 seasons (total N =
826 games) were used to assess the association between the
temperatures at the games and the number of batters hit by a
pitch during them. A positive and significant relationship
was found between temperature and the number of hit batters
per game, even when potentially confounding variables having
nothing to do with aggression were partialed out. A similar
relationship was found for games played during the 1962
season. The shape of this relationship appears to be linear,
suggesting that higher temperatures lead major league
pitchers to become more aggressive in pitching to batters.
</jats:p>},
Doi = {10.1177/0146167291175013},
Key = {fds274132}
}
@article{fds274131,
Author = {Larrick, RP and Morgan, JN and Nisbett, RE},
Title = {Teaching the Use of Cost-Benefit Reasoning in Everyday
Life},
Journal = {Psychological Science},
Volume = {1},
Number = {6},
Pages = {362-370},
Publisher = {SAGE Publications},
Year = {1990},
Month = {January},
ISSN = {0956-7976},
url = {http://gateway.webofknowledge.com/gateway/Gateway.cgi?GWVersion=2&SrcApp=PARTNER_APP&SrcAuth=LinksAMR&KeyUT=WOS:A1990EG38800011&DestLinkType=FullRecord&DestApp=ALL_WOS&UsrCustomerID=47d3190e77e5a3a53558812f597b0b92},
Abstract = {Our research shows that people can apply the cost-benefit
rules of microeconomic theory to their everyday decisions.
Two populations were examined: (a) people who had previously
received extensive formal training in the rules and (b)
naive subjects who were randomly assigned to receive brief
training in the rules. Training affected reasoning and
reported behavior in both populations. The results indicate
that extremely general rules govern choices across a wide
range of domains and that use of the cost-benefit rules can
be improved through training. © 1990, Association for
Psychological Science. All rights reserved.},
Doi = {10.1111/j.1467-9280.1990.tb00243.x},
Key = {fds274131}
}
%% Chapters in Books
@misc{fds312819,
Author = {Larrick, RP and Feiler, DC},
Title = {Expertise in Decision Making},
Volume = {2},
Pages = {696-722},
Booktitle = {The Wiley Blackwell Handbook of Judgment and Decision
Making, 2 Volume Set},
Publisher = {John Wiley & Sons},
Editor = {Keren, GB and Wu, G},
Year = {2016},
Month = {February},
ISBN = {9781118468395},
Abstract = {This two-volume reference is a comprehensive, up-to-date
examination of the most important theory, concepts,
methodological approaches, and applications in the
burgeoning field of judgment and decision making
(JDM).},
Key = {fds312819}
}
@misc{fds304105,
Author = {Larrick, RP and Camilleri, AR},
Title = {Choice architecture},
Booktitle = {Emerging Trends in the Social and Behavioral
Sciences},
Publisher = {John Wiley and Sons},
Editor = {Scott, R and Kosslyn, S},
Year = {2015},
Month = {May},
Key = {fds304105}
}
@misc{fds304106,
Author = {Larrick, RP and Feiler, DC},
Title = {Expertise in decision making},
Pages = {696-721},
Booktitle = {Wiley-Blackwell Handbook of Judgment and Decision
Making},
Publisher = {Blackwell},
Editor = {Keren, GB and Wu, G},
Year = {2015},
Month = {January},
ISBN = {9781118468395},
url = {http://dx.doi.org/10.1002/9781118468333.ch24},
Abstract = {This chapter reviews the literatures on expertise and on
decision making to consider the nature and development of
decision making expertise, including its strengths and
weaknesses. It provides a framework for identifying when
expertise in decision making can emerge. The chapter
highlights that the ability to escape checkmate is unrelated
to the ability to detect fraud. It discusses the
domain-specific, schematic nature of expertise and explores
some of the limitations of such knowledge. For expertise to
arise from experience and training, decision makers must be
exposed to experiences that provide immediate, accurate
feedback about relationships in the world. The chapter
discusses research on expertise, general decision making
expertise, the role of the environment in the development of
expertise, and some general directions in which research on
expertise in decision making might go next.},
Doi = {10.1002/9781118468333.ch24},
Key = {fds304106}
}
@misc{fds274116,
Author = {Larrick, RP and Soll, JB and Mannes, AE},
Title = {The 'wisdom of crowds' effect},
Booktitle = {Encyclopedia of Mind},
Publisher = {Sage Publications},
Editor = {Pashler, H},
Year = {2013},
Key = {fds274116}
}
@misc{fds274119,
Author = {Larrick, RP and Feiler, DC},
Title = {Theory X and Theory Y: HR Strategy},
Booktitle = {The Palgrave Encyclopedia of Strategic Management},
Publisher = {Palgrave Macmillan},
Editor = {Teece, DJ and Augier, M},
Year = {2013},
Key = {fds274119}
}
@misc{fds274122,
Author = {Larrick, RP and Soll, JB},
Title = {The social psychology of the wisdom of crowds},
Pages = {227-242},
Booktitle = {Social Judgment and Decision Making},
Publisher = {PSYCHOLOGY PRESS},
Year = {2012},
Month = {January},
ISBN = {9780203854150},
url = {http://dx.doi.org/10.4324/9780203854150},
Doi = {10.4324/9780203854150},
Key = {fds274122}
}
@misc{fds274117,
Author = {Larrick, RP and Wu, G and Tennant, R},
Title = {Biased beliefs in negotiation},
Pages = {254-264},
Booktitle = {The Oxford Handbook of Economic Conflict
Resolution},
Publisher = {Oxford University Press},
Editor = {Bolton, GE and Croson, RTA},
Year = {2012},
Key = {fds274117}
}
@misc{fds274118,
Author = {Larrick, RP and Wu, G},
Title = {Risk in negotiation: Judgments of likelihood and
value},
Pages = {279-291},
Booktitle = {The Oxford Handbook of Economic Conflict
Resolution},
Publisher = {Oxford University Press (OUP)},
Editor = {Bolton, GE and Croson, RT},
Year = {2012},
Key = {fds274118}
}
@misc{fds274121,
Author = {Larrick, RP},
Title = {Broaden the decision frame to make effective
decisions},
Pages = {461-480},
Booktitle = {Handbook of Principles of Organizational
Behavior},
Publisher = {Wiley and Sons},
Year = {2009},
Key = {fds274121}
}
@misc{fds274120,
Author = {Larrick, RP},
Title = {Debiasing},
Pages = {316-337},
Booktitle = {Blackwell Handbook of Judgment and Decision
Making},
Publisher = {Blackwell},
Year = {2004},
Key = {fds274120}
}
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